Sales - Rich Mironov's Product Bytes

Economics • 12 min read

“A Working Request Process Should End in YES” (aka Incompatible Worldviews)

Enterprise Sales/Solutions teams see the world one customer at a time; Product/Development teams see cumulative market impact and aggregate technical demand. These are fundamentally in conflict...…

Richard Mironov • 28 Jul 2022

Innovation • 16 min read

The Slippery Slope of Sales-Led Development

Most product companies have a few things in their roadmaps that are specifically for single customers – I call these sales…

Richard Mironov • 02 Nov 2018

Leadership • 1 min read

A Strategic Tool Chain

Scott Sehlhorst [http://tynerblain.com/blog/about-the-author/], an incisive product thinker and occasional collaborator, made this strategic map of disciplines…

Richard Mironov • 27 Apr 2015

Organizations • 5 min read

Dog Whistles and the Myth of R&D Slack

There’s a dog whistle problem with critical phrases that Engineering VPs (and product managers) repeatedly speak but which often…

Richard Mironov • 27 Feb 2013

Pricing • 4 min read

Sales-Friendly Price Lists

Price lists are never quite current enough, sufficiently detailed, or cover enough of the awkward special situations that customers raise.…

Richard Mironov • 28 Jan 2004

Market Thinking • 3 min read

The Roadmap Less Traveled

Every tech start-up struggles to create a roadmap: that short set of PowerPoint slides which defines the next six quarters…

Richard Mironov • 29 Jul 2003

Market Thinking • 3 min read

Early Selling: Thoroughbreds and Explorers

Start-up selling is different from selling established products. It includes navigating new product waters and locating islands of early adopters…

Richard Mironov • 29 Sep 2002